• Develop sales strategy and tactics driving the growth of the Biopharma antibody in vivo and in vitro discovery services portfolio. • Attain quarterly and annual revenue targets for Biopharma in vivo and in vitro antibody discovery services, established from annual bonus plans, driving individual performance and the results of their team. Achievement of targets is done via contingency and risk mitigation. • Deliver accurate and timely forecasts. • Support the ongoing growth and development of Biopharma team members located in the US to ensure they are equipped with the tools and knowledge for sales success. • Develop and manage key relationships with new and existing customers at multiple organizational levels. • Develop market research to identify potential customers, collaborators, and partnerships with pharmaceutical, biotech and related industry organizations and companies of a non-competitive business. • Ability to work cross functionally with a wide range of internal and external resources including Legal, IP, Finance, R&D, Regulatory Affairs, Operations, Sales & Marketing, to develop and maintain effective customer-related, collaborations and partnerships for libraries and antibody development solutions. • Partner with sales & legal team to develop and execute supply agreements to support new and existing business. • Maintain and raise awareness of the competitive landscape, provide customer feedback, and introduce new product ideas to internal partners. • Develop and implement hiring and training plans serving the Biopharma In Vitro and In Vivo antibody discovery services portfolio, including the development of regional managers.

• Own and deepen relationships with Lucid's strategic technology partners (e.g., Google, Microsoft, Atlassian, Slack, OpenAI, Anthropic) across product integration, co-marketing, and platform initiatives • Evaluate and prioritize new integration and platform opportunities, including emerging areas like MCP (Model Context Protocol) and AI agents, using strong product judgment to separate signal from noise • Serve as the primary point of contact and escalation for partner-related matters, from strategic initiatives to operational issues • Build and scale co-sell and referral partnerships that drive partner-sourced and partner-influenced revenue • Design and operationalize GTM partnership motions, including lead sharing, joint account planning, sales enablement, and executive alignment • Work closely with sales leadership to embed GTM partnerships into pipeline strategy, forecast discussions, and rep workflows • Track and report on partnership performance metrics: influenced revenue, partner-sourced deals, deal acceleration, and expansion attribution • Develop and maintain multi-threaded relationships across partner organizations, from working-level contacts through C-suite executives • Orchestrate top-to-top engagements between Lucid executives and partner leadership to strengthen strategic alignment and unlock new opportunities • Represent Lucid at industry conferences and partner events, building relationships that position us for long-term strategic value • Partner with Product and Engineering to translate partner insights into roadmap priorities and integration requirements • Collaborate with Marketing on co-marketing initiatives, joint webinars, and partner communications • Align with Sales and RevOps on GTM partnership execution, including pipeline tracking, deal registration, and incentive structures • Build business cases for new opportunities, synthesizing market intelligence, competitive dynamics, and partner feedback into clear recommendations for leadership.

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage strategic partnerships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

• Lead and develop a high-performing BDR team through hiring, onboarding, coaching, and continuous feedback, while acting as a hands-on player-coach when needed. • Own BDR-sourced pipeline performance, ensuring consistent quota attainment through strong outbound execution, inbound qualification, and high activity standards. • Define and optimize go-to-market execution by refining outbound strategies, messaging, account targeting, and qualification standards in close partnership with Sales and Marketing. • Drive operational excellence by enforcing best practices, maintaining accurate Salesforce data, and using performance metrics to identify trends and improvement opportunities. • Collaborate cross-functionally with Revenue Operations, Demand Generation, and Account Executives to improve workflows, campaign impact, and opportunity handoff quality. • Champion Rasa’s mission and platform, setting the standard for how the team represents the brand to enterprise prospects.